Zoominfo

JUNE 14, 2022

Others spent months setting up new tools and managing new vendors, rather than creating data-driven motions that unlock market-making plays. With a well-tuned GTM Ops team, companies can build custom sales plays that use business data as a platform for improved targeting, more accurate customer personas, and better content segmentation.

Marketing Analytics Tools 130

Marketing Analytics Tools Work Management Marketing Management Ideal Customer Profiles 130

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

ANNUITAS

DECEMBER 20, 2018

According to Gartner, personalization engines “apply context about individual users and their circumstances to select, tailor and delivery messaging such as content, offers and other interactions through digital channels in support of three use cases – marketing, digital commerce and customer experience.”

Demand Generation 140

Demand Generation Account Based Marketing Demand Marketing AI 140

Zoominfo

DECEMBER 16, 2020

You do your research, figure out relevant messaging for each of your buyer personas, and right before you go to execute the game plan, you realize you never checked Salesforce to check on ownership. In fact, just 17% is spent meeting with potential vendors. And, of course, it turns out the account is owned by a peer.

Zoominfo 219

Zoominfo Marketing Management Peer-to-peer Opt-out 219

Marketing Interactions

SEPTEMBER 26, 2022

As the market shifts, much of what you thought was true about your buyer personas and ICPs may be different. A Few Reasons an Update to Buyer Personas is Wise. On the buyer side, 73% of technology buyers who have yet to implement those solutions indicate high regret, according to Gartner. How to Refresh Your Buyer Personas.

Ideal Customer Profiles 80

Ideal Customer Profiles Buyer Personas Marketing Analytics Tools B2B 80

ANNUITAS

DECEMBER 11, 2023

Seventy-one percent of CMOs said they lack the budget to fully execute their strategy in 2023,” reports Gartner in a survey of more than 400 CMOs and marketing leaders. GTM leaders are experimenting by chasing ‘low hanging fruit’ in their deployments, which is the approach largely being taken by technology vendors, as well.

Marketing Analytics Tools 130

Marketing Analytics Tools Paid Search Agency Planning Budget Programs 130

PureB2B

JUNE 23, 2022

The increase in remote and hybrid working has acted as a catalyst for the digital transformation that was already well underway, requiring B2B vendors to adapt how they communicate with their potential buyers. With this set of common annoyances, what exactly are today’s B2B buyers looking for from their vendors? Read on to find out.

Top of Funnel 62

Top of Funnel Buyer's Journey Ideal Customer Profiles B2B 62

Marketing Interactions

OCTOBER 15, 2021

Buyer-to-seller engagement hangs at 16% and will drop 2 – 3% further in the next few years (Gartner). 83% of a typical B2B purchase decision happens before a buyer engages with a vendor – therefore, marketing now owns impact across most of the buying process. Edelman/LinkedIn ). Why B2B Marketers are Well Placed to Play a Pivotal Role.

B2B Marketing 131

B2B Marketing Lead Ranking B2B Paid Search Agency 131

Oktopost

JANUARY 5, 2021

I speak daily with product, marketing, and sales professionals about the impact that social media can have on developing buyer personas, launching a product, building a brand, or even on individuals standing in their respective marketplace. Developing Your Buyer Personas. That’s Product Marketing 101.

Buyer Personas 131

Buyer Personas Top of Funnel Enterprise Management Marketing Budget 131

LeanData

OCTOBER 19, 2022

Buyers are decidedly digital-first, and a great many of them go through almost the entirety of their buying journey without directly engaging with solution vendors. Today, buyers are deep into the Consideration phase before engaging with a prospective vendor’s representative. The pandemic accelerated that change.

Ideal Customer Profiles 91

Ideal Customer Profiles Buy Marketing Analytics Tools Marketing Management 91

Champion Communications

JULY 29, 2021

And yet, despite technology being the much-heralded saviour for B2B businesses, it appears technology vendors are underdelivering when it comes to meeting their buyer’s expectations. Understanding buyer personas is also extremely important when it comes to developing an effective PR strategy.

B2B Thought Leadership 62

B2B Thought Leadership Gartner PR Buyer Personas 62

Marketing Insider Group

FEBRUARY 1, 2021

To holistically capture buyer intent data, you should study prospects at each stage of the buyer’s journey, trace customer touch points, and use third-party vendors. Use Third-Party Vendors. Source: Gartner. Buyer intent data will help you learn “why” a lead is looking for a solution to their problem.

Buyer Intent 359

Buyer Intent Intent Work Management Marketing Management 359

Content4Demand

MARCH 25, 2021

Research results from SuperOffice support the notion that B2B buyers are doing their own research and are well along the buyer’s journey before they actually want to speak to vendors. More than half (57%) of buyer decisions are made before buyers ever speak to a vendor, according to Flume, a sales training company.

Account Based Marketing 84

Account Based Marketing ABM Multi-Channel Content 84

Binary Demand

FEBRUARY 23, 2024

Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc. 32% note that targeted ads positively influence their view of vendors. Effective Buyer personas will: Provide insights into purchasing pathways and optimize ROI for brand sales and marketing.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Marketing Interactions

JANUARY 19, 2020

One of the first things potential clients say to me is something along the lines of how many buyer personas they think they need to create. The average is three to five B2B buyer personas. Which B2B buyer personas, when engaged, will help marketers drive contribution to revenues? Which B2B Buyer Personas Should You Build?

Buyer Personas 121

Buyer Personas Enterprise Management Work Management B2B 121

DealSignal

NOVEMBER 17, 2020

Expand your audience and move into new markets faster When you launch a new product or expand your target audience, your current data vendor may not have the coverage of the new personas or markets you want to target. A trustworthy data vendor will take care of the rest.

Work Management 98

Work Management B2B Sales Marketing Management Ideal Customer Profiles 98

B2B Marketing Directions

JUNE 27, 2021

As Tony Zambito, the founder of Buyer Persona, noted in a recent blog post , "If content and sales conversations are about helping to buy, then a mindset towards selling only can still exist. Research by Gartner has found that decision confidence increases the likelihood of a positive decision relating to a "new" purchase by 2.6

Work Management 88

Work Management Marketing Management Buyer Personas Gartner 88

SalesIntel

AUGUST 8, 2022

According to Gartner, 80% of sales interactions are expected to be in digital channels by 2025. You likely have tried using buyer personas in the past or created a few that you’re using. But, for your personas to be most effective, they must be highly detailed. Let’s learn how you can make sure your team is prepared.

High Quality Lead 52

High Quality Lead Lead Scoring Lead Ranking Cold Calling 52

Martech

OCTOBER 30, 2023

The modern challenges of personalization Up to 60% of marketing leaders anticipate challenges in balancing customer data collection with privacy concerns, according to Gartner. Despite what some martech vendors might promise, there are no shortcuts or magic buttons for crafting tailored customer experiences. The result?

Personalization 116

Personalization Practices Allocation Enterprise Management 116

Zoominfo

DECEMBER 16, 2020

You do your research, figure out relevant messaging for each of your buyer personas, and right before you go to execute the game plan, you realize you never checked Salesforce to check on ownership. In fact, just 17% is spent meeting with potential vendors. And, of course, it turns out the account is owned by a peer.

Zoominfo 100

Zoominfo Marketing Management Peer-to-peer Opt-out 100

PathFactory

MAY 3, 2022

The first is “ Traditional B2B Sales and Marketing Are Becoming Obsolete ” posted on The Harvard Business Review by Brent Adamson, Vice President at Gartner. Since buyers only spend 17% of their time interacting with vendors, it’s important to ensure the limited time that sales has to convince the buyer count. Our reason?

Ideal Customer Profiles 59

Ideal Customer Profiles B2B Sales Top of Funnel Account Based Marketing 59

Engagio

OCTOBER 18, 2023

ABSD goes deeper into the buying groups, identifying target personas and proactively targeting key members of the buying committee. Early-stage accounts prefer educational content, while late-stage ones need help with vendor comparison and decision-making. But it doesn’t stop at the account level.

DemandBase 71

DemandBase Sales Qualified Leads Account Based Marketing CAN-SPAM 71

Martech

MAY 19, 2022

Gartner, respected market research and advisory firm, defines GTM this way: A GTM strategy is a plan that details how an organization can engage with customers to convince them to buy their product or service and to gain a competitive advantage. To gain perspective on GTM strategy development, here are a few different definitions.

Marketing Analytics Tools 111

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 111

VisumCX

SEPTEMBER 26, 2017

In a newly published study , nearly two-thirds of buyers told Merkle that they are challenged by vendors and sales reps that are more interested in selling their products and services than listening to buyers needs. A good number of B2B organizations have defined customer personas and profiles. How was this conducted? on the farm.

Ideal Customer Profiles 53

Ideal Customer Profiles Work Management Marketing Management Case Studies 53

Marketing Interactions

JULY 25, 2019

Once B2B buyers figured out they could access whatever information they needed to understand a new subject, answer a question, or evaluate a product they no longer needed to talk to a vendor until they decided to invite them to the conversation. At last count by CEB (Gartner), there are nearly 7 people involved in a B2B buying decision.

Relevance 73

Relevance Work Management Marketing Management B2B Sales 73

Outreach

NOVEMBER 11, 2019

In the complex world of B2B Sales, the typical buying group for a B2B solution can involve 6 to 10 decision makers , according to Gartner. The number and personas of these stakeholders depend on the size, industry, buying process, and culture of each organization. 3 Buyer/Payer. 4 Influencer/Adviser.

Process 40

Process Marketing Management Buyer Personas Gartner 40

Valasys

SEPTEMBER 21, 2021

They fuel your lead generation endeavors by the contact data of your target persona. Let it be known if you need data: That covers your targeted prospects and customers so you could create an ideal customer profile or buyer persona. Read reviews and ratings on sites like G2, Gartner, TrustRadius, and Capterra.

B2B Sales 52

B2B Sales B2B Marketing Ideal Customer Profiles Advertising Agencies 52

Madison Logic

NOVEMBER 30, 2023

Gartner research finds that 70% of the buying journey is complete before a buying group reaches out to a provider. Understanding your audience holistically helps you decide which content best resonates with them to personalize their experience. 

Demand 52

Demand Brand Identity Branding Work Management 52

SmartBug Media

APRIL 30, 2020

That’s exactly how your prospects feel as they’re trying to navigate the landscape and find a trusted vendor. If you have a presence and live reviews of your SaaS on a third party review site, you can be front and center as that lead considers which vendor to purchase from. If you haven’t already seen it, take a look. Overwhelmed?

Lead Generation 97

Lead Generation Work Management Paid Search Agency Marketing Management 97

Engagio

JULY 10, 2017

You can find this information from a variety of sources, including annual reports, LinkedIn, and third party data vendors such as Dun & Bradstreet and Reachforce. In addition, intent vendors such as Bombora , MRP , and The Big Willow can deliver a layer of insight to maximize your findings. Account engagement by persona.

Account Based Marketing 67

Account Based Marketing ABM Reachforce Bombora 67

Content4Demand

SEPTEMBER 24, 2021

A buyer “interest” set can be developed, similar to a persona, where intent data can inform what content to target based on the interests of the buyer at that time or, in some cases, based on actual articles consumed (and when exact article consumption is known to the seller). Second-party data is someone else’s first-party data.

Intent Data 78

Intent Data Top of Funnel Intent Lead Ranking 78

Hinge Marketing

JUNE 12, 2019

According to Gartner , “Sales enablement is the activities, systems, processes, and information that support and promote knowledge-based sales interactions with client and prospects. Personalize and customize content and communications to specific buyer personas to build relationship and trust. What is B2B Sales Enablement?

Top of Funnel 91

Top of Funnel Planning Enterprise Management Webinar Metrics 91

6sense

DECEMBER 8, 2021

To succeed, we have to make it easier for buyers, what Gartner Inc. Vendor comparisons or demos don’t enable early stage buyers, but acts of service like an assessment, case study or e-book help buyers begin their journeys. flat out calls “ buyer enablement.”. My sister-in-law loves gifts.

Lead Ranking 62

Lead Ranking Intent Signal Act-On Lead Scoring 62

Launch Marketing

NOVEMBER 20, 2019

Recent Gartner research discovered that over 80% of organizations currently expect to compete primarily on customer experience (CX). Personalizing individual experiences was once considered “extra” in B2B marketing, but today, 67% of B2B buyers have switched vendors for a more consumer-like experience (Salesforce).

B2B 48

B2B Paid Search Agency Content Touchpoints 48

Seismic

SEPTEMBER 8, 2019

Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps and the sales experience. Identify the prospect’s persona (i.e. The prioritization of customer retention. Accelerate the sales cycle.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45

Conversica

MAY 22, 2018

This research was conducted over a 22-day period, using different secret shopper personas to request contact from the companies surveyed. Recognized by Gartner as a Cool Vendor, Conversica is a portfolio company of Providence Equity, Kennet Partners and Toba Capital and is headquartered in Foster City, Calif.

Education 40

Education Research Sales Qualified Leads Gartner 40

Content Standard

APRIL 29, 2021

Knowing that each member of the team has not just vendor experience but hands-on production insights as well should help expand your confidence and trust in your content partner. And we’ve seen that when the vendors are working together—it really helps the client execute on an integrated plan,” she notes.

Advertising Agencies 80

Advertising Agencies Work Management Marketing Management Content Marketing 80